Rethinking Sales Management: A Strategic Guide for Practitioners
Until recently, sales managers received no specific training for their jobs. However, selling has become more complex with the emergence of regulations and more sophisticated customers. Sales managers need to inspire and achieve sales results by managing teams of professionals and other resources. To do so, they need guidance on dealing with issues that arise in these broader aspects of their role.
This concise guide for sales managers is based on a well-known sales management technique called the ‘customer portfolio matrix’. Beth Rogers weaves her version of this throughout, enabling sales managers to see their strategy from the customer’s point of view. Doing so will allow them to set realistic objectives, design new strategies that add real customer value, avoid wasting time on price-oriented customers and deploy resources for maximum results.
What people are saying - Write a review
I'm the author of this book and I thought I'd tell you some of the feedback I've had since it was published last year.
1. "Nice little book" - from a senior academic! Qualified as - gets across the basics of strategic sales management in a very readable way.
2. "covers the dark side" - from a sales practitioner. Not many sales book will tell you much about adversarial relationships with customers and exit strategy - this one does.
3. "gave me insight into sales" - from an IT professional. Are you recruiting from non-sales professions into sales, or trying to get non-sales professionals to work with sales? This book might help.
The book has been adopted as a core text on a number of executive short courses.
I hope this additional information will help you decide about the book.
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